Sales Compensation – you just need to think it through

Sales Compensation – you just need to think it through

After our discussion at the January Business Advisory Roundtable meeting, I thought I would draw a picture of the big issues in
getting the right sales compensation structure for your organization. It is a complex issue, especially if you are new to having a
dedicated sales person.
In many organizations, staff believes that sales people get all the perks (including the glamorous travel), all the credit (even
though it is a team sale), and all the money (even though they just attend meetings). The wrong compensation plan encourages
those thoughts. A well crafted plan that fits the nature of your business can avoid much of those thoughts.